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Welcome toto the

Welcome

the

Orientation

Orientation Session

Session onon

Sales && Distribution

Sales

Distribution

Management Project

Management

Project

Faculty:-

Faculty:-

Maninder Singh

Maninder

Singh

Contact: mvasir@gmail.com

Contact:

mvasir@gmail.com

Project Title Project Title CEC An An analytical study of the inter and intra industry Distribution

Project Title

Project

Title

CEC

 
Project Title Project Title CEC An An analytical study of the inter and intra industry Distribution

AnAn analytical

analytical study

study of

of the

the inter

inter and

and intra

intra

industry Distribution

industry

Distribution effectiveness

effectiveness

The project

The

project should

should bebe aa comparative

comparative analysis

analysis

ofof two

two players

players each

each belonging

belonging toto one

one sector

sector

(FMCG // Pharmaceutical

(FMCG

Pharmaceutical // consumer

consumer

durables // ITIT hardware

durables

hardware industry

industry).).

CEC POSSIBLE INDUSTRIES POSSIBLE INDUSTRIES 1) FMCG 2) Pharmaceuticals 3) Consumer Durables 4) IT Hardware 5)

CEC

POSSIBLE INDUSTRIES

POSSIBLE

INDUSTRIES

 
1) FMCG 2) Pharmaceuticals 3) Consumer Durables 4) IT Hardware 5) Telecom
 

1)

FMCG

2)

Pharmaceuticals

 

3)

Consumer Durables

4)

IT Hardware

5)

Telecom

Objectives Objectives CEC 1 To understand the current distribution functioning of two different industries in totality

Objectives

Objectives

CEC

 
Objectives Objectives CEC 1 To understand the current distribution functioning of two different industries in totality
  • 1 To understand the current distribution functioning of two different industries in totality

  • 2 To assess the Distribution Effectiveness of the players chosen by a critical and comparative analysis of the different players

  • 3 To carry out a detailed study of ‘Logistics Network’ involved in distribution

Focus Areas Focus Areas CEC 1 Channel Structure 2 The expectations of the Channel Members from

Focus Areas

Focus

Areas

CEC

 
Focus Areas Focus Areas CEC 1 Channel Structure 2 The expectations of the Channel Members from
  • 1 Channel Structure

  • 2 The expectations of the Channel Members from the Company and vice-versa.

  • 3 Functions performed by different channel members

  • 4 Criterion used for their selection

  • 5 Financial Terms

  • 6 Performance Appraisal of Channel Members

    • 7 Logistics Management

Channels CEC Functions Performed byby the 1. 1. Minimizes the number of of contacts needed

the Channels

Channels

CEC

Functions

Functions Performed

Performed byby the

  • 1. 1.

Minimizes the

Minimizes

Minimizes the

the number

number ofof contacts

contacts needed

needed for

for reaching

reaching

consumers.

consumers.

  • 2. 2. Break

Break the

the bulk

bulk and

and cater

cater toto tiny

tiny requirements

requirements

  • 3. 3. Supply products

Supply

products inin suitable

suitable assortments

assortments (matching

(matching segments

segments

ofof supply

supply with

with segments

segments ofof demand)

demand)

  • 4. 4. Provide salesmanship

Provide

salesmanship

  • 5. 5.

Help inin price

Help

price mechanism

mechanism

Channels CEC Functions Performed byby the 6. 6. after Look a a part of of

the Channels

Channels

CEC

Functions

Functions Performed

Performed byby the

6.

6.

after Look

Look after

Look

after aa part

part ofof physical

physical distribution

distribution and

and financing

financing

7.

7.

8.

8.

9.

9.

10.

10.

Assist inin merchandising

Assist

merchandising

Provide

Provide market

market intelligence

intelligence

Act

Act asas change

change agents

agents and

and generate

generate demand

demand

Take

Take care

care ofof the

the flows

flows involved

involved inin distribution.

distribution.

 
1 1 Effective 2 2 Efficient
  • 11 Effective

  • 22 Efficient

  • 33 Ensuring

Effective coverage

coverage ofof the

the target

target market

market

Efficient and

and cost

cost effective

effective distribution

distribution

Ensuring that

that consumers

consumers incur

incur minimum

minimum exertion

exertion inin

procuring

procuring the

the product.

product.

  • 44 Helping

Helping the

the firm

firm toto carry

carry onon manufacturing

manufacturing

uninterrupted,

uninterrupted, the

the company

company isis confident

confident that

that the

the

channels will

channels

will take

take care

care ofof sales.

sales.

  • 55 Partnering

Partnering the

the firm

firm inin financing

financing and

and sub-distribution

sub-distribution

tasks.

tasks.

 

Sales

  • 11 Sales structure

structure

 
2 2 of of personal Role selling 3 3 assignment Quota
  • 22 Role ofof personal

Role

personal selling

selling

  • 33 Quota assignment

Quota

assignment

  • 44 Territory

Territory designing

designing

  • 55 Size

Size ofof sales

sales force

force

  • 66 Performance

Performance appraisal

appraisal ofof sales

sales force

force

  • 77 Push

Push and

and pull

pull factor

factor

  • 88 Training

Training procedure

procedure

  • 99 Brand

Brand maintenance

maintenance

9

Luck!!

Best Of Luck

Best ofof Luck

Best